The Mission of the Anaplan Go-to-Market ISV & Cloud Alliances Director is to develop and refine Anaplan’s global GTM strategy with key Technology partners, such as Google Cloud, Adobe, and Workiva. It is to expand our presence across all market segments and regions and grow these alliances as a key source of revenue growth. To do this, you will manage the partnerships to create a joint GTM offering with a comprehensive focus on the entire partner ecosystem: customer and partner audience adoption, infrastructure, communications, overall user experience, program design, enablement, partner management, operations, and sales.

The primary measure of success will be the implementation of a data oriented operating cadence and core critical metrics for the organization, alongside effective sales activation within each alliance, to achieve top line revenue goals.

Your Impact  

• Manage and grow multifaceted relationships with each partner, with the expectation of delivering significant growth (and product / offering collaboration)
• Define the strategy and roadmap for execution for the joint creation of market leading assets/solutions facilitated by regional and global Systems Integrator partners (e.g., Deloitte, Accenture, etc.)
• Proactively identify and prioritize business opportunities (new verticals, use cases / outcomes, business users, etc.) in order to activate sales execution within these partner organizations; this includes the enablement of GTM organizations to be properly incentivized and trained to achieve success.
• Closely collaborate with our Product/Technology organization
• Inform marketing strategy/plan to align with GTM focused sectors and solutions by region. Drive alignment between Anaplan internal marketing teams and GSIs/RSIs and your partners for successful execution.
• Oversee partner enablement at global level to ensure the partners’ sellers are properly trained and motivated to sell and deliver Anaplan and combined solutions.
• Work collaboratively with your partners, and Anaplan Field Engagement Managers to define strategic accounts and joint account planning targets, to support proactive business development
• Manage the Co-Sell program – registering and fielding co-sell opportunities.
• Build programs, and collaborate with Anaplan Field Engagement Managers, to ensure your partners’ field sales organization are enabled to drive new revenue opportunities for Anaplan.
• Leverage Anaplan’s partner activity to drive visibility in marketplaces as the leading xP&A platform among potential Anaplan customers and future strategic partners
• Evaluate and prioritize partnership opportunities by performing quantitative and qualitative due diligence. Accurately forecast the results of business development activity. With a data driven approach, continually analyze, clarify, contextualize, and validate strategic partner needs. Track, measure, and report on effectiveness against targets.
• Work closely with the leadership team to develop and drive metrics that define success for your partners and the overall strategy for success.
• Be a leader within Anaplan. Work closely across sales, product, finance, customer success and marketing to ensure close alignment in the development and execution of Anaplan’s key strategic relationships

Your Qualifications

• Possesses an established network within the Cloud Service Provider space, as well as Technology ISVs, to quickly activate sales activities; incentivize sales teams.
• Track record within a SaaS organization of revenue growth with a Hyperscaler
• Experience building key strategic relationships with major partners, cloud providers and a mastery of working across organizations to make these relationships successful
• Working knowledge of marketplace ecosystems
• 6+ years in the channel/partners sales with evidence of increasing responsibility within a software/SaaS sales environment.
• Expertise and experience in creating global cloud service provider strategy, partner programs, consumption based financial models and GTM.
• Track record of building solutions that align implementation partner IP (e.g., Deloitte, Accenture, EY) with Cloud Provider IP with SaaS platform creating unique product offerings with solid ROI.
• Proven ability to manage a large portfolio of sales activation activities to evaluate results and make trade-offs in investment to maximize ROI.
• Willingness to build a detailed understanding of the Anaplan platform
• Outstanding leadership and people management skills with the ability to successfully motivate and challenge a team at all levels of the organization

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